University of Southern California

Allen Weiss
Professor of Marketing

USC Marshall School of Business
Los Angeles, CA 90089-0808

Phone: 
213-740-5035
Education: 
PhD, University of Wisconsin; MBA, University of Kansas; MA, The Ohio State University; BS, UC-Santa Barbara

Overview

Allen Weiss studies technology marketing, particularly how firms make decisions in technologically sophisticated markets. His research has published in the Journal of Marketing Research, Journal of Marketing, Management Science, Organization Science, and Journal of Financial Economics. Professor Weiss consults with high-technology and internet firms, including Intel Corporation, Texas Instruments, COMPAQ, and IBM.

Research

Weiss, A., Lurie, N. H., and MacInnis, D. J. (2008) "Listening to Strangers: Whose Responses are Valuable, How Valuable Are They, and Why?," Journal of Marketing Research, 45 (August), 425-436.
Pauwels, K., and Weiss, A. (2008) "Moving from Free to Fee: How Online Firms Market to Successfully Change their Business Model," Journal of Marketing, 72 (3), 14-31.
Young, R., and Weiss, A. (2006) "Marketing Champions,".
Stremersch, S., Weiss, A., Weiss, A. M., Dellaert, B. G.C., and Frambach, R. T. (2003) "Buying Modular Systems in Technology-Intensive Markets," Journal of Marketing Research.
MacInnis, D. J., Rao, A., and Weiss, A. (2002) "Assessing When Increased Media Weight Helps Sales of Real World Ads," Journal of Marketing Research.
Weiss, A., and Montgomery, D., "Managerial Preferences for Strategic Alliance Attributes: Some Global Contrasts," in Jain, S., eds., , Research in International Marketing 2002 2002.
Pelled, L. H., Xin, K. R., and Weiss, A. (2001) "No Es Como Mi: Relational Demography and conflit In a Mexican Production Facility," Journal of Occupational and Organizational Psychology, 74 (1), 63-84.
Weiss, A., Anderson, E., and MacInnis, D. J. (1999) "The Impact of Reputation on the Choice of Sales Organization," Journal of Marketing, 63 (4), 74-89.
John, G., Weiss, A., and Dutta, S. (1999) "Marketing in High-Technology Product Markets: Toward An Integrative Framework," Journal of Marketing, 63, 78-91.
Weiss, A., "The Nature of Technical Products," in Dorf, R., eds., The Handbook of Technology Management, CRC Press LLC, Boca Raton, FL 1998.
Weiss, A., and Kurland, N. (1997) "Holding Distribution Channel Relationships Together: The Role of Transaction-Specfic Assets and Length of Prior Relationship," Organization Science, 8 (6), 612-623.
Dutta, S., and Weiss, A. (1997) "The Relationship Between a Frim's Level of Technological Innovativeness and its Pattern of Partnership Agreements," Management Science, 43, 3643-356.
Grenadier, S., and Weiss, A. (1997) "Investments in Technological Innovations: An Options Pricing Approach," Journal of Financial Economics, 44, 397-416.
Heide, J., and Weiss, A. (1995) "Vendor Consideration and Switching Behavior for Buyers in High-Technology Markets," Journal of Marketing, 59, 30-43.
Weiss, A. (1994) "The Effects of Expectations on Technology Adoption: Some Empirical Evidence," Journal of Industrial Economics, 42, 1-19.
Weiss, A., and Heide, J. (1993) "The Nature of Organizational Search in High-Technology Markets," Journal of Marketing Research, 30, 220-233.
Weiss, A., and Glazer, R. (1993) "Marketing in Turbulent Environments: Decision Processes and the Time-Sensitivity of Information," Journal of Marketing Research, 30, 509-521.
Weiss, A., and Anderson, E. (1992) "Converting from Independent to Employee Sales Forces: The Role of Perceived Switching Costs," Journal of Marketing Research, 29, 101-115.
Wilson, L., Weiss, A., and John, G. (1990) "Unbundling of Industrial Systems," Journal of Marketing, 27, 123-138.
John, G., Weiss, A., and Weitz, B. (1987) "An Organizational Coordination Model of Sales Compensation Plans: Theoretical Analysis and Empirical Test," Journal of Law, Economics, and Organization, 3, 373-395.